Inside partner account manager

Job description

ABOUT THE POSITION The Inside partner account manager is responsible for remotely managing and developing a portfolio of existing WatchGuard channel partners. The role focuses on increasing partner productivity and revenue through expansion, cross-sell, upsell, subscription adoption promoting Watchguard’s Platform value proposition with a stronger engagement across the WatchGuard portfolio. Working closely with Country Managers, distributors and internal specialists, the Inside partner account manager acts as a proactive commercial contact for assigned partners and helps translate WatchGuard strategy into measurable partner growth. This position is based at WatchGuard's office in Cork city centre. ### KEY RESPONSIBILITIES • Own and develop a defined portfolio of existing channel partners, acting as their primary day-to-day inside sales contact. • Drive year-over-year revenue growth by identifying and progressing cross-sell, upsell, expansion and renewal opportunities across the WatchGuard portfolio. • Increase partner adoption of WatchGuard subscription, MSP and recurring-revenue offerings, including AI-enabled cybersecurity capabilities where relevant. • Build partner growth plans, with clear priorities for pipeline creation, portfolio penetration and revenue expansion. • Drive partner-generated pipeline through proactive outreach, co-selling motions, targeted campaigns, referrals and joint business planning. • Support partner enablement by coordinating product updates, training, sales tools, marketing resources and best practices that improve partner productivity. • Monitor partner performance, pipeline, product adoption and key KPIs; contribute to Quarterly Business Reviews (QBRs) and partner action plans where appropriate. • Maintain accurate pipeline, forecast, opportunity and partner activity data in Salesforce and ensure timely follow-up on agreed actions. • Collaborate with distributors, Marketing, Sales Engineering, Product and Customer Success to resolve partner needs, execute campaigns and improve the overall partner experience. • Identify at-risk or underpenetrated partners and implement targeted actions to improve engagement, retention and revenue contribution. • Maintain a strong understanding of WatchGuard products, competitive positioning and cybersecurity market trends to help partners expand their business. ### SUCCESS MEASURES • Revenue growth across the assigned partner portfolio. • Cross-sell and upsell contribution; breadth of WatchGuard portfolio adoption. • Partner-generated pipeline and conversion. • Growth in subscription, MSP and recurring revenue. • Partner engagement, retention and productivity. • Forecast accuracy and CRM discipline. ### SKILLS AND QUALIFICATIONS • 3-5 years of successful B2B technology sales, channel sales, account development or business development experience. • Experience working with resellers, distributors, MSPs or other channel partners strongly preferred. • Proven ability to achieve or exceed sales, pipeline or business-development targets. • Strong communication, relationship-building, negotiation and influencing skills. • Highly organized, self-motivated and comfortable managing a high volume of partner interactions remotely. • Experience with Salesforce platform; disciplined approach to data quality and forecasting. • Ability to collaborate effectively with Channel Sales, Distribution, Marketing, Sales Engineering and other cross-functional teams. • Knowledge of cybersecurity technologies and subscription / recurring-revenue business models is highly desirable. • Native/Fluent English required; additional European languages are an advantage.